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JOB FUNCTION / SUMMARY:
Responsible for the management, retention, and expansion of existing business relationships, the development of new business, and the servicing of a variety of commercial relationships. Grows revenue as directed by senior management by successfully prospecting for new business and retaining and expanding existing customer relationships. Manages a portfolio of up to 75 clients with credit outstanding up to $100MM. Business development activities typically focus on businesses with sales of $25MM - $100MM that operate in our defined targeted industries. Functions with levels of individual authority which will be determined and negotiates with strict adherence to established guidelines, credit pricing, terms, and structure.
ESSENTIAL DUTIES & RESPONSIBILITIES:
Essential Duties:
- Solicits new and prospective loan and deposit relationships for the Bank.
- Develops and executes a business development plan to achieve established goals and objectives. Implements a disciplined contact schedule to promote client satisfaction, retain existing clients, attract long term profitable customer relationships, and become the clients trusted financial partner through needs based solutions.
- Identifies cross-sell opportunities for each assigned relationship. Markets to assigned clients and prospects a broad range of financial products.
- Build internal relationships with other departments such as Product Management, Treasury Management, and Credit Underwriting to enhance the overall banking relationship ensuring the customer’s business objectives are met.
- Provides guidance/assistance to less experienced Commercial Bankers to develop a thorough understanding of bank products, services, credit standards, bank pricing parameters, and business development programs/automated systems.
Additional Duties:
- Partners with the Commercial Underwriter to assess the customer’s credit risk and structure a credit solution that fits the customer’s needs while remaining within acceptable risk guidelines.
- Identifies client needs and works with customers to offer appropriate bank products and services.
- Cultivates prospects independently through customer referrals, networking, participation in professional organizations, social contacts, and relationships built in the community.
- Develops relationships with customers through calling and customer support activities.
- Routinely monitors loan portfolio’s credit quality status to ensure loans are current and conform to terms; quickly identifies and manages risks to minimize impact.
- Analyzes customer credit status or obtains appropriate central underwriting approval and related documentation to ensure portfolio quality and yield are maintained.
- Uses automated business development system to manage individual calling program, schedule appointments, develop customer profiles or cross-sales opportunities, follow-up with customers, and book new business.
- Keeps abreast of industry, competitor, financial market, and other changes that may impact their portfolio or department.
- Assembles financial information and coordinates the generation of complete loan packages for approval presentation.
- Provides assistance to Group Managers with strategic planning projects including budgeting, process improvement, growth, and quality initiatives.
- Performs other duties and special projects as assigned by Senior Management.
- Incumbent is required to comply with all applicable federal, state, and local banking and industry related laws and regulations including but not limited to the Bank Secrecy Act.
SUPERVISORY RESPONSIBILITIES:
None
MINIMUM REQUIRED EDUCATION, EXPERIENCE & KNOWLEDGE:
- Bachelor’s Degree required; major in Accounting or Finance preferred
- Minimum 5-7 years of relationship management experience selling banking products
- Extensive knowledge of credit and non-credit products required
- Proficient in credit underwriting and prior credit experience including financial analysis
- Knowledge of commercial loan products and lending / compliance regulations
ESSENTIAL MENTAL & PHYSICAL REQUIREMENTS:
- Ability to work under stress and meet deadlines
- Ability to operate related equipment to perform the essential job functions
- Ability to read and interpret a document if required to perform the essential job functions
- Ability to travel if required to perform the essential job functions
- Ability to lift/move/carry approximately 10 pounds if required to perform the essential job functions. If the employee is unable to lift/move/carry this weight and can be accommodated without causing the department/division an “undue hardship” then the employee must be accommodated; hence omitting lifting/moving/carrying as a physical requirement.
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Equal Opportunity/Affirmative Action Employers. All qualified applicants will receive consideration for employment without regard to race, color, religious beliefs, national origin, ancestry, citizenship, sex, gender, sexual orientation, gender identity, marital status, age, physical or mental disability or history of disability, genetic information, status as a protected veteran, disabled veteran, or other protected characteristics as required by federal, state and local laws.
